Real Estate CRM Tips, Work by Referral, Build Deep Relationships

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Get face-to-face with your clients this season! Pop-Bys are small, thoughtful gifts you deliver to your clients to show you care (oh, and remind them you’re never too busy for their referrals). Here are some ideas for this fall: Continue reading →

Planning a holiday party? Holiday parties are a great way to connect with a large share of your clients at one time. It allows you to chat with each one, thank them for their business and referrals and remind them you’re never too busy for more. Since the holidays are right around the corner, now is the time to start planning, especially if you plan on hosting it at a restaurant or other venue. Often, venues begin to fill up. There may be a lot you need to get done between now and the start of the party; luckily, Referral Maker CRM has your back and will help you keep it all straight. Continue reading →

Now is a great time to check in with your clients, whether you’re currently working with them on a transaction or you haven’t spoken in a few months (or all year, for that matter). The autumn is an ideal time to check in with your clients, especially if you haven’t been as consistent in your communication as you should have been (no judgment, but make it a point to get back on track…and use Referral Maker CRM to help!).

Need a reason to connect?
If you work by referral, your relationships drive your business. Therefore, it’s vital to stay in touch consistently so that you’re always at the top of mind of your clients, especially the ones that are likely to refer you. You know the ones—they’ll sing your praises to everyone they know and refer you as soon as they hear or overhear that someone is thinking of buying or selling. Plus, staying in touch with your clients will provide insight into new ways to serve them. You can find out if they need the name of a reputable plumber or roofer and answer any questions they have about their home’s value. Regular communication will help you exert your expertise, show care and concern and help you maintain a high level of professionalism.

How to get in touchCalls: The quickest way to reach out is to pick up the phone and chat with your favorite clients. Many people complain that their agent fell off the face of the earth after the transaction closed—don’t be that agent! Pick up the phone. Not sure who to call? Just look at your Referral Maker CRM Dashboard to see who’s up for the day. If you’re not sure what to say, Referral Maker CRM has tons of proven dialogues to get you warmed up.

Notes: Who doesn’t love getting mail that isn’t a mass mailing or a bill? A handwritten note is sure to make someone’s day. They’re touched that someone took the time to write a special message just to them. It only takes a few minutes to write. Break out the 50 notes that come with your Referral Maker Marketing Kit each month and get writing. If you’re stuck on what to write, go to Referral Maker for some great ideas to get started!

Pop-Bys: These are small, thoughtful tokens of appreciation that you deliver to your best clients. Don’t get caught up trying to think of just the right thing. Of course you can tailor the gift to the client if the occasion calls for it; however, universal items will also be greatly appreciated by your clients. Affix a tag, found in Referral Maker CRM, and your business card so they know who it’s from. If you’re delivering a perishable item, call first to make sure they’re home.

Coffee or lunch: Break bread with your favorite clients for an hour or so. Login to Referral Maker and see your list of A+ clients. Then, give them a call and set up a coffee or lunch date. This allows you to get face-to-face and enjoy a bit of conversation. You’ll get to know them better and let them know how much you appreciate them.

Client party: Connect with a large portion of your database at once while you take advantage of the spirit of the season. Thanksgiving and Christmas are right around the corner; what better time to host a party and thank your clients at once. If you plan on hosting a party, now is the time to start planning as venues and people’s schedules will fill up fast.

Remember, Referral Maker can help you stay in touch with your best clients. When you consistently contact your clients, you’re always sowing the seeds for more business.

When’s the last time you updated your database? Chances are, the last time you sorted and qualified your database was when you uploaded it to Referral Maker CRM. As your relationships with your clients grow and change, you may want to update how you’ve sorted them in your CRM. After all, a C client who’s sent you multiple referrals in the last year is no longer a C client; they’re an A or an A+ client. The autumn is the perfect time to scroll through Referral Maker and evaluate your clients so you can offer your clients the highest level of service. Continue reading →

Personal notes are a simple, heartfelt way to connect with your clients; however, many agents make every excuse possible to avoid writing them. “I don’t know what to say!” or “My handwriting is totally illegible,” they complain. They work themselves up with anxiety over what they’re client will think. In reality, their client will be happily surprised to receive such a thoughtful piece of mail. Continue reading →

When you work by referral, your clients are your primary source of leads for your business. This is why it’s so important to stay connected with your clients after the ink has dried on the contract. Just because you’re not working with them on a transaction now doesn’t mean you need to lose touch. In fact, staying in touch with them will ensure that you’re the one they think of whether they’d like to know how much their home is worth or they’d like a referral to a reputable roofer. Similarly, you’ll also be the one they think of when a friend or family member mentions they’re thinking of buying or selling a home. Continue reading →

Working by Referral, you have an advantage over your competition who still works transactionally; you have a database of people you enjoy working with to continue to serve after the deal has closed. The key is to continue to build the relationship after the ink is dry. Your goal is to become their go-to real estate professional—their advocate for all things real estate and the person they can trust their family and friends with. If you want to continue to build the relationship, you have to connect with them consistently, provide value and ensure you stay top of mind. Continue reading →

Although you may consider yourself a very social person, there may be times when picking up the phone to call your clients may make you a bit anxious. Even the most seasoned agents suffer a bit of nerves when calling clients, especially new referrals. Why? The fear of rejection! However, when you work by referral, your leads are warm; they want to hear from you! Additionally, calling your clients isn’t like a transactional agent cold calling, hunting for the next lead. Since you already have a relationship with your clients, calling them is an exercise in checking in with them. Here are three tips to make your calls more effective: Continue reading →

The home buying process can be stressful, especially if your clients haven’t purchased a home before. Although they may have all the information they could ever imagine at their fingertips on their smartphones, they lack the expertise you have to interpret it all. Working with first-time homebuyers gives you the chance to show off your knowledge, skills and experience while building the foundation for a lasting business relationship. Here are three ways to help your first-time buyers through the real estate process. Continue reading →

Working by referral is all about serving your clients and giving them the highest level of service possible. The best service addresses the needs of your clients and may help you show your expertise. How do you know what your clients need? Listen! People reveal a lot during the course of a conversation. It’s important to be present and listen to what they’re telling you. Continue reading →

About Referral Maker™ CRM

Referral Maker™ CRM is built upon Brian Buffini's Working by Referral System. Brian Buffini, real estate's top coach and trainer, developed his system to become one of the nation's top Realtors. Over the past two decades, he has taught his successful system to thousands of Realtors across North America. Referral Maker™ CRM is a vital component of your career's success, leveraging today's cutting-edge technology to integrate Brian Buffini's proven system seamlessly into your business. Learn more about how this real estate CRM can change your business!